Selecting a Sales Process

Learning Objectives

After completing this unit, you’ll be able to:

• Identify the different sales processes available for selection

• Select the appropriate sales process for your opportunity

 

In the previous unit, we saw how Lynn Benfield is pursuing an opportunity with health-care provider MyHealth.

In this unit we'll look at how Lynn selects the "large enterprise" sales process, which will help her and her team to know:

• Where their customer is in their buying process.
• What their next steps should be.

This will help Lynn and her team to understand whether they’re on a path to winning the deal.

To get started, Lynn goes to the opportunity in Salesforce and opens Altify's Process tab.

Her company's has four sales processes to support four types of opportunities, as you can see below. Your company can design its own sales processes, and they may well differ from this example.

Lynn selects the Large Enterprise sales process.

(Sales Process Manager can also be configured to select a sales process automatically.)

 

When the sales process has been selected, the Process page shows the stages for the opportunity. Each stage contains "qualifying questions".

These questions help the revenue team to do the right things at the right time, staying aligned to the customer's buying process, boosting their chances of winning the deal.

Try It Yourself

Why not open one of your active opportunities in Salesforce now and select the right sales process for it?